Sometimes you can demonstrate things in a story, which you can’t explain in other ways.

The process of a deal, and the mindset of a successful adsales person are shown in this story -- a series of sales encounters that take place in the fictional small town of ‘Dreamville’.

One of the myths of selling ad space is that ‘one size fits all’. It doesn’t.

Some attitudes and techniques work in one situation -- and fail completely in another.

There are times when you need to be caring about the relationship you form with a client …. and other times when you care only about making a sale (deadline day!).

Our hero in this fictional story (in which all the incidents are based on real events) finds himself in many different sales circumstances -- which call on different sales skills.

Sometimes he gets it right and makes the sale. Sometimes he doesn’t.

You sit with him on his calls. You learn from his mistakes.